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SPRING 2021

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Distributor's Link Magazine Spring 2021 / Vol 44 No 2

166 THE DISTRIBUTOR’S

166 THE DISTRIBUTOR’S LINK John R. Graham John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at by email at jgraham@grahamcomm.com, call 617-774-9759 or visit him online at www.johnrgraham.com. PRESENT YOUR WAY TO THE TOP Why Presenting Has Power It’s easy to understand why so many otherwise capable people are distressed, anxiety-ridden, and almost paralyzed if they’re called upon to make a presentation— even a friendly audience of three—let alone 300. They often reveal how they feel by starting out with “I only wish I had more time to prepare” or “I’m not really good at public speaking.” Unfortunately, what follows proves it. It isn’t surprising that with successful presenters the story is different. We view them as possessing leadership capabilities, as well as being committed, competent, and rising stars. As more than one person has said after a presentation by such a person, “That’s my future boss” or “She’s going to run the place.” What is it that separates capable presenters from those who struggle? Why do some presentations elicit enthusiastic responses, while others are, frankly, dismal failures? Is it the content, the preparation, the person, or something else? Research by Caroline J. Wesson, Ph.D., at the University of Wolverhampton in the UK, may help to understand the issue: The perceived confidence that listeners have in a speaker determines how they regard the person’s “accuracy, competence, and knowledge level.” Then, Dr. Wesson adds, “The more confidently expressed that information is, the more likely it is to be followed.” CONTRIBUTOR ARTICLE Is it possible that the primary difference between a highly-regarded presentation and one that gets low ratings is the speaker’s confidence? Is it possible that a superbly prepared presentation can fall flat because of the presenter’s lack of confidence? By all measures, Jack Welch, the former GE CEO and Chairman, was not just brilliant but an exceptional business leader. Although he gave hundreds of speeches and presentations during his career, he didn’t take chances on how they would be received. For example, when he was getting ready to speak on the occasion of his retirement, he engaged a well-known former radio and TV news correspondent to coach him. For Jack Welch, every presentation made a difference. He understood that his legacy depended on more than his words. As a child, he stuttered, but he learned from his mother that confidence could help him overcome his limitations. Why is confidence so formidable and influential in presenting? We can find the answer in what presentations are meant to accomplish. Whatever else they may do, their goal is to persuade. Listeners throw down the gauntlet. They challenge presenters to convince, sway, and motivate them. They want to know why they should buy what you’re selling. CONTINUED ON PAGE 168

THE DISTRIBUTOR’S LINK 167 Tanner Bolt & Nut Inc. is pleased to announce an agreement has been reached with Parker Fasteners of Buckeye, AZ to become the exclusive master distributor in the United States for its Lock-Out® maximum security screw. Lock-Out® is a new and innovative security fastener featuring a unique patented drive that is engineered to perform in high torque applications. The distinctive oval center pin and multiple drive/ key combinations gives customers the option to select higher levels of security in a tamperproof fastener. Installation bits are not sold commercially. Installation bits will only be sold through Tanner. Lock-Out® is available in a multitude of head styles, threads, diameters, lengths, materials, and finishes. Diameters range from 1/4”-5/8”, M1.4-M16, and #0-#10, with lengths up to 12” for certain diameters. Materials available include carbon steel, stainless steel 302HQ, 304, 316, A286 & brass alloy steel 4037, 8740. For absolute maximum protection of your property or product, Lock-Out® can be manufactured with a one-of-a-kind, drive pattern that is exclusive to your company. Tanner will receive its initial stock order in early March 2021 and will continue to bolster its inventory throughout the year. Made-to-order product typically will ship in 8-10 weeks. Tanner, headquartered in Brooklyn, NY is a nationwide distributor of premium industrial and security fasteners, code compliant anchors, safety products, and power tool accessories. For over 40 years, Tanner’s knowledgeable sales and support staff has committed to a customer first approach, delivering innovative quality products. Tanner partners with over fifty well known quality brands that provide our customers with industry leading experience, innovation, and quality control. Parker Fasteners is a premier ISO & AS9100 Rev D registered cold heading manufacturer located in Buckeye, Arizona who sources all raw materials from American sources, including DFARS compliance. Parker takes great pride in making quality fasteners, meeting customer product specifications, and delivering on or before promised due dates. A South-Central Virginia Distributor is seeking a buyer for the company. With a customer base consisting mostly of vender managed inventory accounts, the very profitable company owners are ready to retire and are seeking a buyer that will continue the employment of the current employees. The owners will continue to work for a transitional period that would be agreed with both the buyer and the sellers. For more info and memorandum contact Robbie Gilchrist at Gilchrist Associates by Tel: 336-906- 9401 send an email to rgilchr485@aol.com. Parker takes great pride in making quality fasteners, meeting customer product specifications, and delivering on or before promised due dates. Parker brings a unique depth of experience and a high level of innovation to their product offering, delivering the highest level of support in the industry in this high growth area. For more information contact Tanner Bolt & Nut Inc. at by Tel: 718-434-4500, email: info@tannerbolt.com or visit them online at www.tannerbolt.com.

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